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Retail Business Account Manager – Wayfair Retail (Wilmette, IL)

About Wayfair Professional

Wayfair Professional is a leading B2B sales organization focused on helping businesses create beautiful, functional spaces. Since 2012, we've streamlined the procurement process for furniture, fixtures, and décor—delivering fast, reliable, and value-driven solutions tailored to the needs of our business customers. Our team supports a wide range of clients including, boutique hotels, luxury homes, restaurants, and multi family properties. We connect clients with the furnishings, design solutions and project support they need to bring their vision to life.

When you join our team, you become part of a community that thrives on innovation, collaboration, and exceptional customer sales and service support .

Overview

As a Retail Business Account Manager, you’ll engage with small- and medium-sized business clients—through in-store meetings, external local client visits and digital engagement —to deliver tailored furniture and décor solutions that elevate their spaces. You’ll act as a trusted partner while identifying opportunities to drive growth across our core industries—Interior Designer, Contractor, Property Management. This role will serve as a driving force in Wayfair’s store expansion strategy; bridging our Wayfair Professional program with the in-store experience to deliver hands-on account support and unlock new growth opportunities (expectation is a minimum of 25% of time spent in-store).

+ Manage and grow a portfolio of small- and medium-sized local business clients consisting of (not limited to but including) interior designers, property managers, contractors and boutique hotels. Leverage strategic sales approaches and seamless cross-functional collaboration to support complex accounts .

+ Be a key player in a dynamic retail environment— build critical relationships with store teams and B2B Specialists to enable collaboration and create consistent, exceptional outcomes for every business customer.

+ Partner with in-store B2B Specialist to prospect for new business (qualify, enroll, onboard and activate) leveraging in-store events, business networking and customer referrals.

+ Consistently drive revenue growth across your portfolio by meeting and exceeding quarterly and annual targets.

+ Execute proactive, high-quality customer outreach—through outbound/inbound calls, emails, and meetings (both virtual and in-person.)

+ Utilize CRM and sales enablement tools to manage your pipeline, forecast sales, and track client interactions.

+ Effectively communicate Wayfair Professional’s full value proposition, including product assortment, pro pricing, design services, project management, and tailored solutions—leveraging the retail setting to bring these services to life.

+ Act as the in-store expert on engaging professional customers—empowering the full store team to recognize opportunities and confidently promote the value of the Wayfair Professional program.

+ Collaborate with Wayfair Professional support teams (e.g., Service, Design, and Large Project Solutions) to deliver seamless project execution.

+ Use consultative and solutions-based selling techniques to help clients source, design, and furnish their commercial spaces.

+ Manage your time effectively to schedule virtual and in-person appointments, respond promptly to customer inquiries, and support purchases through the store and Wayfair Professional platform.

+ Serve as a subject matter expert on Wayfair Professional’s offerings and capabilities, using your industry knowledge to advise customers.

+ Collaborate effectively with colleagues and partner teams to drive outcomes, resolve issues, and contribute to a high-performance team culture.

+ Take a solution-oriented approach to problem-solving, ensuring client satisfaction in every interaction.

+ Represent the Wayfair brand with professionalism and integrity, consistently embodying our People Principles to deliver a first-class customer experience.

You’ll Thrive in This Role if You Have:

+ Location: This position is based in the Chicago metropolitan area and involves a hybrid schedule — combining in-store customer interaction (minimum 25% of time), local client visits (estimate 25% of time) and digital engagement (estimate 50% of time) - to grow Wayfair Professional’s presence in the region.

+ Bachelor’s degree or 5+ years of relevant work experience.

+ Valid driver’s license and willingness to travel locally for client meetings or industry events. Mileage is reimbursed for use of personal vehicles.

+ Sales Experience: A minimum of 3 years of outbound sales experience with a proven track record of meeting or exceeding KPIs and performance metrics. Strong understanding of the key tenants of a sales process and sales funnel.

+ Book Management: Minimum of 3 years of experience managing a large book of business and driveline sales pipeline progress (B2B sales experience preferred).

+ B2B Expertise: Proven ability to navigate complex B2B sales cycles, conduct business needs analyses, and apply sound business judgment.

+ Retail/Field Experience: 1-2 years of experience in retail or field role engaging with customers via in-person selling and project planning.

+ Adaptability: Comfortable operating in a fast-paced, high-growth environment with evolving priorities and goals.

+ Accountability: Demonstrates ownership over performance, with a proactive approach to personal development and alignment with team and business objectives.

+ Communication Proficiency: Excellent written and verbal communication skills, with the ability to influence and build rapport across customers and internal stakeholders.

+ Technical Proficiency: Comfortable using digital tools and platforms, including email, video conferencing, CRM systems (e.g., Salesforce), spreadsheets (Google Sheets/Excel), and productivity tools. Prior experience working remotely and familiarity with AI tools is a plus.

+ Schedule Adherence: A standard workday consists of eight hours. Employees outside the Eastern Time Zone (EST) are encouraged to align with EST hours. All BAMs must be available between 7:00 AM and 7:00 PM in their local time zone, with a majority of hours overlapping with 9:00 AM to 4:00 PM EST.

+ Mandatory Training: Attendance at all training sessions is mandatory and cannot accommodate absences, time off, or tardiness during the initial training period.

Additional Physical and Environmental Requirements:

+ Physical Activity: Frequent standing, walking, and reaching with hands and arms; occasional sitting, climbing, balancing, and crawling.

+ Mobility & Movement: Frequent stooping, kneeling, and crouching throughout the day.

+ Lifting Ability: Ability to lift and move up to 50 lbs independently on a regular basis. Some projects may involve heavier items, which must be managed with proper assistance or equipment.

+ Vision Requirements: Includes close, distance, color, and peripheral vision; depth perception and the ability to adjust focus.

+ Temperature Flexibility: Comfortable in environments with varying temperature conditions.

+ Noise Tolerance: Occasional exposure to moderate noise levels and physical activity.

+ Safety Awareness: Minimal exposure to workplace or environmental hazards, you must adhere to all safety protocols.

Compensation and Benefits:

+ Salary & Bonus Compensation: This is a performance-based role that consists of base salary and uncapped bonuses –

+ The base salary range for this position is $46,500 - $47,500 however, base pay offered may vary depending on location, job-related knowledge, skills, and experience.

+ The annual On Target Earnings for this role, inclusive of base and commission, is between $105,000 to $130,000

+ Final compensation is contingent upon performance against sales goals.

+ Insurance: Comprehensive Health, Dental, and Vision insurance coverage options effective on the first day of employment.

+ Time Off Options: Immediate accrual of Paid Time Off (PTO), seven paid federal holidays, one floating holiday, and options for paid/unpaid parental leave.

+ 401(k): 401(k) savings plan with a company match of up to 4%.

+ Employee Discount: Dynamic Wayfair discount for personal purchases.

+ Bonuses: Competitive bonus potential based on performance metrics.

+ Tuition Reimbursement: Full-Time Employees with at least six months of tenure are eligible for tuition reimbursement of up to $5,250 per year for pre-approved courses from accredited institutions.

+ Referral Bonus: A $500 referral bonus for each eligible referral that is hired.

Assistance for Individuals with Disabilities

Wayfair is fully committed to providing equal opportunities for all individuals, including individuals with disabilities. As part of this commitment, Wayfair will make reasonable accommodations to the known physical or mental limitations of qualified individuals with disabilities, unless doing so would impose an undue hardship on business operations. If you require a reasonable accommodation to participate in the job application or interview process, please let us know by completing our Accomodations for Applicants form (https://docs.google.com/forms/d/1ElBqKaQYGR9j0NiQHQYCGbHkqKqN746Nk62pI32IyLU) .

Need Technical Assistance?

For more information about applying for a career at wayfair, visit our FAQ page here (https://www.aboutwayfair.com/careers/careers-faq) .

About Wayfair Inc.

Wayfair is one of the world’s largest online destinations for the home. Whether you work in our global headquarters in Boston, or in our warehouses or offices throughout the world, we’re reinventing the way people shop for their homes. Through our commitment to industry-leading technology and creative problem-solving, we are confident that Wayfair will be home to the most rewarding work of your career. If you’re looking for rapid growth, constant learning, and dynamic challenges, then you’ll find that amazing career opportunities are knocking.

No matter who you are, Wayfair is a place you can call home. We’re a community of innovators, risk-takers, and trailblazers who celebrate our differences, and know that our unique perspectives make us stronger, smarter, and well-positioned for success. We value and rely on the collective voices of our employees, customers, community, and suppliers to help guide us as we build a better Wayfair – and world – for all. Every voice, every perspective matters. That’s why we’re proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other legally protected characteristic.

Your personal data is processed in accordance with our Candidate Privacy Notice (https://www.wayfair.com/careers/privacy). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at [email protected].